Sales Director

Industry: Group Sales Director - MSP / Managed IT Services

Location: Remote

A well-established, multi-entity group in the SME-focused IT services and Managed Services (MSP) sector is looking for a Group Sales Director to build and own its national sales engine.

This is a rare opportunity to shape commercial strategy for a growing group of MSP businesses, professionalising sales operations across multiple regional entities while protecting the local relationships that SME customers value. You will report directly to the CEO and play a central role in the group's next phase of growth, including expansion into AI and cyber as new revenue pillars.

You will take ownership of sales across a group of regional entities, which are currently driven largely by Managing Directors acting as their own sales leaders. Your role is to bring structure, measurement and repeatability to that activity without losing the local, relationship-led service that underpins customer retention.

• Embed a consistent customer journey covering lead generation, nurture, QBRs, annual client budgets and a 12-month pipeline per account.
• Drive MD sales activity and hold leaders accountable for pipeline hygiene and Q  completion.
• Work with Technology and Finance to productise the group's offering into a standardised, sellable product set.
• Own whitespace analysis, pricing and packaging strategy across the customer base.
• Build and operate ARR/MRR forecasting, lead generation and order-book systems as the single source of commercial truth.
• Personally lead larger, multi-region opportunities within the group's ICP, including SME accounts of roughly 20 to 200+ seats.
• Take ownership of significant inbound opportunities centrally rather than routing them straight to a regional MD.
• Carry out client visits where group-level weight and credibility add value.

• Professionalise commercial best practice across entities, with a focus on land-and-expand and wallet-share growth, not just new logos.
• Convert marketing-generated leads from MQL to SQL to close in partnership with the CMO.
• Build a 90-day sales playbook for onboarding, retention and account manager/rep training.
• Drive cross-sell and upsell plays across the existing customer base.
• Provide succession cover, stepping in on client relationships when an MD is unavailable or exits.
• Build out a group-level sales team over time, including regional sales directors and SDRs, as the business grows through acquisition.
• Design the group's sales compensation and incentive model, aligned to margin and retention.
• Own the commercial section of the monthly board pack, including pipeline, ARR/MRR forecast, conversion rates and KPIs.
• Champion AI and cyber as new areas of proposition and pipeline development, working with marketing and technical leadership.

• A blended sales leader who is equally strong in sales operations and enablement, including activity, cadence and measurement, and credible as a hands-on seller who can win and visit larger accounts.
• Background in SME-focused IT services, MSP or comparable recurring-revenue B2B, with a clear understanding of the sell, nurture, review and refresh cycle rather than a one-off sale.
• Able to command the respect of entrepreneurial MDs and drive performance without owning every customer relationship personally.
• Comfortable operating across multiple regions and entities, setting standards centrally and executing locally.
• Genuine long-term, top-tier calibre, with the capacity to grow into a larger national platform role as the group scales.
• Improved MQL-to-SQL conversion and CAC within target.
• New logo wins within the ideal customer profile and improved wallet share across the existing base.
• Consistent Q  completion, client budgets and a live, monitored 12-month pipeline per account.
• Direct contribution to group revenue and EBITDA through larger, multi-region and multi-site wins.

This is a genuine build role, not a maintenance role. It offers the chance to design a national sales function from the ground up, backed by CEO-level sponsorship and a clear growth strategy, including acquisitions and new AI and cyber pillars. You will have real autonomy to shape process, pricing, team structure and incentive design.